Channel Sales Strategy: How To Drive Breakthrough Results

Treating indirect channels as an afterthought or a bolt-on instead of an integral component of the corporate and sales strategy has long been a pain point for sales leaders. Rather than driving coordinated actions guided by a strategy, many B2B suppliers behave tactically and continually tweak their channel programs. A channel sales strategy expresses a multiyear hypothesis for how the supplier can optimize profitable revenue by integrating channel partners into its go-to-market model. In this report, we provide a new approach that channel sales leaders and CEOs can use to achieve positive results with an integrated channel sales strategy development methodology.